Sales Director

Sales Director
Naviance, a Hobsons company, is the leading provider of planning and advising systems for
middle and high schools. More than 40,000 educators and counselors, serving more than 5
million students in schools and colleges in 72 countries, use Naviance products to manage
academic and university advising, communicate with students and families, and analyze data.
Naviance also offers services for higher education institutions that simplify the process of
providing up-to-date information to secondary school counselors to support the college
admission process.
We're seeking motivated, tech-savvy professionals with a genuine interest in education and a
passion for success to join our Washington, DC, team.
Job Summary
The Naviance Sales Director will lead a team of Territory Sales Managers (Inside Sales) that
is enjoying high growth. The successful candidate will have a proven track record of success
as a sales management leader in the Business to Education or Business-to-Business
marketplace. The sales team consists of 12-15 Territory Sales Managers providing Naviance
solutions to schools in the US and globally. The Sales Director will lead, coach and manage
their team to exceed sales objectives through effective territory development. Territory
development includes development of existing accounts, opening new business and teaming
with the District Sales Management team (Field/Regional) to expand success at the school
level to district- and state-wide opportunities. The position is located in the DC headquarters
of Naviance. The core mission of the Sales Director is to develop a high performance team
that will grow revenue in the assigned territories by more than 50%. Naviance is a high
growth market leader that has dramatically expanded available client solutions that meet
critical education challenges. The Sales Director is expected to coach the team members to
expand market share, increase Naviance presence in individual schools and manage to key
performance metrics. The position requires an analytical sales leader.
Essential Functions/Responsibilities
 Coach and manage a team of inside sales professionals to meet and exceed targeted
performance metrics and objectives
 Train and develop prospecting, qualifying, presenting and closing skills to support
strategic outbound selling activities
 Provide timely and accurate forecasts and administrative reporting via daily input and
reviews via CRM (currently SalesForce.com)
 Maintain a professional image and positive attitude
 Master cross-department communication
 Insure that the team maintains effective CRM documentation
 Support the Value Selling methodology
 Promote and support company policies and culture
 Drive aggressive sales for 2009-2010 and beyond
 Develop and implement individual and territory sales plans
 Act as a customer champion and business development leader
 Actively manage and report on pipeline, status of the business, and forecast revenue
 Meet and/or exceed monthly, quarterly, and annual sales quotas
 Utilize CRM (SalesForce.com) to document and plan for sales success
 Thoroughly document all CRM activity and plans daily
 Collaborate with Vice President; District Sales via strategic territory plans, weekly
review and planning sessions and daily communication.
 Promote a team selling approach
 Participate positively and actively in weekly, monthly and annual sales meetings and
company functions as appropriate.
 Define and communicate marketing support requirements to exceed sales goals
 Establish, manage and track sales initiatives in conjunction with marketing plan
 Establish career and professional development plans for team members
Minimum Qualifications
 Bachelors degree required
 Ability to manage to change and multi-task
 Experience selling and managing in a high transaction/relationship sales environment
 Must have a minimum 5 years of demonstrated success meeting sales goals as a
sales manager with technology offerings in a B2E or B2B model
 Excellent communication and presentation skills
 Solid sales management process
 Strong written and organizational skills
 Experience in the education space a plus
 Intelligent Software/Technology sales performer with successful Education or related
marketplace experience
 Able to communicate and coach to company vision and opportunity as well as match
specific customer requirements to those visions, delivering on the promise of the vision
 Consultative Solutions Sales Manager
 Experience with CRM tools – preferably Salesforce.com
 Team with District Sales team that is highly distributed and may require sales support
 Excellent interpersonal and communication skills
 Organizational skills
 Ability to present product benefits in a clear and enthusiastic manner
 Proficient in Microsoft Office programs and WebEx (or similar product)
 Proven track record of building a successful sales team with several years meeting
and exceeding team quotas
 Credibility with senior education leaders
 Competitive selling skills
 Computer and business savvy
Required Knowledge, Skills, and Abilities
 Knowledge of sales processes, CRM (SalesForce.com preferred), K12 Education,
Territory management, Software or Services based solutions, Consultative Selling
Skills, Web-based presentation tools (i.e. WebEx, LiveMeeting, Adobe Connect, etc.),
solution presentation tools and skills, sales coaching and training, and call center
reporting tools
 Ability to develop and manage territory and individual sales plan to achieve required
sales objectives
 Skill in developing a team capable of identifying opportunities, moving prospects
through a documented process, and effectively communicating company solutions
verbally and in writing
Naviance offers a competitive salary along with an excellent benefits package including:
· Health Insurance
· Life and Disability Insurance
· Dental Plan
· 401K Plan
· Metro SmartBenefits (mass-transit subsidy)
· Generous Paid Time Off program
Please submit cover letter and résumé to:
http://tiny.cc/SalesDirector
Résumés without cover letters will not be considered.
To learn more about Naviance, please visit our corporate Web site at www.naviance.com.
EOE. We recognize and appreciate the benefits of diversity in the workplace. People who share this belief or
reflect a diverse background are encouraged to apply.